Senior Business Development Manager

Description

W.S Darley and Co. is currently seeking a Business Development Manager / Program Account Manager for Naval Information Warfare and C5ISR programs. The ideal candidate is a retired Senior Naval Officer or Senior Enlisted serving in Defense acquisition program management and Naval and Joint Service Information Warfare Programs. Candidate must have a thorough understanding of the Information Warfare Domain that includes C5ISR integration and technology, professional understanding of the Strategic Planning Process, Joint Service wireless communications technology, and the C5ISR technology roadmap. 

About W.S. Darley & Co: Founded in 1908, W.S. Darley & Co. (Darley) remains a family owned and operated business, supplying the highest quality equipment solutions to its military and first responder customers. With origins in the equipment distribution and Midwest manufacturing, Darley offers a family of leading innovate emergency equipment brands and innovative solutions. Darley prides itself on delivering the highest quality solutions and services from its corporate headquarters in Itasca, IL and its’ ISO 9001:2015 certified manufacturing operations in Chippewa Falls, WI and Janesville, IA. Darley also maintains offices is six countries worldwide.

Darley Defense, a division of the W.S. Darley company, specializes in using existing contracts to distribute products and services to the Federal Government. Darley Defense specializes in special operational equipment and fire and emergency services. 

Requirements

• Develop relationships with military and government customers at all levels, including end users, program offices, KOs, etc. Collaborate and partner with all team members while addressing the customer’s requirements. Geographical areas include the following but not limited to:
  • Virginia Beach, VA
  • Washington, DC
  • San Diego, CA
  • Tampa, FL
  • Charleston, SC
  • Crane, IN
• Develop business opportunities within Joint Service Information Warfare Domain / C5ISR, US Navy PEO’s, SOCOM Programs, and others as required in support of NAVWAR and NIWC.
• Work with end users and vendors on Communications Infrastructure and become a value-added partner for their requirements. 
• Drive program business through TLS or other contracts.
• Drive short-term and long-term program sales.
• Creatively address customer problems, becoming a true resource and solution provider
• Understand contract/funding methods and assist customers in their use.
• Partner with suppliers to provide best products & values to meet customer requirements.
• Determine innovative strategies to win business.
• Understand and represent Darley products and services and carry out direct sales activities to meet company defined quotas.
• Update sales plan for management team
• Generate quotes for customers and assist them in identifying optimal funding vehicles.
• Develop working knowledge of contracting vehicles.
• Identify and win new contracts to support customer requirements.
• Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.
• Regularly following up on closed sales to ensure delivery and quality.
• Make cold calls, face to face and via telephone prospecting to develop new business.
• Monitor and report on market and competitor activities. 

Supervisory Responsibility

This position has no supervisory responsibility.

Work Environment

This job requires mobility while maintaining constant connectivity. The work environment can range from an office space to a convention center, to an austere location in a rural area. The employee should have an office space, home office or some type of workspace that allows them to remain organized and perform their administrative duties. This role routinely uses standard office hardware (computers, phones, scanners) and software (Microsoft Office, CRM, JDE). Employees should also be prepared to perform their duties outdoors in inclement weather conditions.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and listen to individuals or large groups of people. The employee is required to perform the physical activities required to effectively demonstrate a product to customers. The employee may be required to remain outdoors for 12 hours, stand for 8 hours, walk, lift 50lbs and use hands and fingers. 

Position Type/Expected Hours of Work

This is a full-time position. At a minimum, the employees’ workdays and hours are Monday through Friday, 8:00 a.m. to 5 p.m. local time. The employee must be prepared to adjust their work schedule to accommodate customer demands and/or meet company requirements.

Travel

• Travel required roughly 25-40%

Required Education

• Bachelor’s degree highly preferred, but prior sales & military experience may be substituted.

Preferred Education

• Master’s degree in the following areas: of Business / Communications / Engineering 

Required Experience

• 2-5 years of experience selling to military or government highly preferred 
• Military O-5 level / E-9 level of leadership and management.
• Thorough understanding of Military Information Warfare Domain and C5ISR network engineering architecture, tactical and SATCOM communications, ISR platforms, and IT
• Working knowledge of the military requirements development process
• Honorable Discharge from the military 
• Working experience with MS Office suite of products 
• DAU L II Program Manager

Preferred Experience

• 0-6 / E-9 CMDCM, Command Senior Enlisted Leader/Advisor in last attained rank
• DAU L III Program Manager
• Chief, ODC Experience

Work Authorization/Security Clearance (if applicable)

• Top Secret Clearance preferred. 

Skills

• Leadership.
• Management.
• Communication Proficiency.
• Teamwork.
• Technical Capacity.
• Training

Benefits Offered

• 401K/Roth with match and profit sharing
• PTO
• Paid Holidays
• Tuition Reimbursement
• Health & Wellness Reimbursement
• Medical
• Dental
• Vision
• Company paid life insurance
• Voluntary Life & Disability plans
• HSA with company contribution
• FSA

AAP/EEO Statement

Darley is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, protected veteran status, or any other basis protected by applicable federal, state, or local law.

This position is important to the overall effective operations of the organization and contributes to the overall achievement of the organization's established quality objectives. This job description should not be construed to imply that these requirements are the exclusive standards of the position. Incumbent will follow any other instructions and perform any other related duties as may be required by the supervisor.